Sales Reinvented · 2026-06-10 · 20 min
In this "best of" episode, I'm sharing some golden nuggets from sales trailblazers, Jamie Crosby, Nick Kane, and Liz Heiman. They share the secrets behind scalable, trust-based referral selling to help you ditch haphazard "who do you know?" asks and start building referral systems that deliver. Today's show is packed with actionable advice on referral selling - the dos, the don'ts, and lessons learned from real-world sales situations. Outline of This Episode [00:41] Jamie Crosby's top three referral selling do's and don'ts [05:12] Importance of organically building relationships over time to generate referrals [06:28] Nick Kane on asking for referrals [11:41] Strategic networking using LinkedIn and CRMs [14:43] Liz Heiman on proactively reaching out for referrals [08:57] Checking in before asking referrals [17:09] Combining referrals with event networking [18:31] Referrals can be about more than just sales Earn It Before You Ask The first rule of referral selling is: never ask before you've earned it. Value comes before requests, and any referral agreement should always be transparent and in writing.
Mastering Sales Storytelling, Ep #51361 / 100Mastering Referral Selling: Strategies, Stories, and Lessons from the Pros, Ep #512How to Build Powerful Referral Networks, Ep #511The Power of Stakeholder Mapping in Key Account Success, Ep #509Best Practices and Common Pitfalls in Key Account Management, Ep #508